CANADA 2-8-21

CANADA EDITION

GOOGLE ADWORDS:

How to Make Google Do the Work for You

PROPERTIES:

FEATURED AGENTS

KYLE BRIDSON WANDA CLARK KERRI HOSKIN TRACEY HOWELL-PERRET ALICIA RYAN GRANT SPRAGUE BETH & RYAN WALLER

The Good, The Bad, And The Ugly

7 DEADLY SINS

OF PERSONAL BRANDING

COVER STORY

CAROLYN POGUE

PERSONAL REAL ESTATE CORPORATION

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CANADA EDITION

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CAROLYN POGUE

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WANDA CLARK TRACEYKERRI HOWELLKYLE BRIDSON HOSKIN PERRET ALICIA RYAN GRANT SPRAGUE ALICIA RYAN

An Ottawa native with long standing Wandawas is working an active of her whatcomsets her apart as home!” a top Anot “This fambusiness is about helping When people,” Grant Sprague forsupporter anWhen asked new 38 41of 43 credits 33 Tracey agent in her area, Tracey her out- and p says Howell-Perret, a top ily roots in the region, Wanda Clark has munity.

On top serving at her local oil company, he met a real estate agent very helpful ® look.

“I think it comes down to a positive REALTOR always been passionate about real estate. with RealtyandExecutives church, she has also been president of the developed a referral partnership. “It with, always quic Saskatoon. “Buying or selling a home is the guy owned his ownmindset. That combined withperfect a strong turned out that person for She was first licensed while assisting her Huntley Community Association.

In the work ethic and a desire to help people usually one of the biggest investments in brokerage, so past, we worked together for to work is with, I fe father with his firm. Later, she would give she has hosted a yearly Spring Fling a person’s life and can beaanfew extremely years. He was always trying towhat drives me forward. I’m an hisinnately way for us whe up her license and launch her ownstressful successtown, with all time. I’m here to guide themfundraising event around convince me to become an agent, thoughpositive person,” she says. “I’m tion orhigh just a goo energy,charities. highly motivated, and I really care throughwas the process, take away the pain,the proceeds going to local ful retail clothing store. But Wanda More I wasn’t interested at the time,” he says. the steps we were about helping people and providing them help them transition into a lifestylerecently, the Clark Premiere soon drawn back to real estate, in and particular Properties But 14 years ago, he decided to give it were working with with the best service possible.” change. It’s not all about the money. a shot, and heteam quickly fell in love withcommunity website made himself avai for the ways it balanced her entrepreneursponsored a new In fact, one of the most rewarding it.

Today he has his own small team, ial spirit with her BETH desire to be there for her I everWANDA Carleton to One promote local busiBETH & WALLER CLARK TRACEY GRANT SPRAGUE way that Tracey builds relationships transactions had, occurred with thefor West &RYAN RYAN consisting of himself, an assistant and a Looking ahead, HOWELL-PER RET four children—and she’s been going strong nesses and tell local stories.

The website is with the help her husband, Jody.

He has supported smallest amount of compensation.

I love effecting WALLER buyer’s agent. Together they serve Nova continue growing her throughout her career in real of estate and will often change in peoples’ lives.” ever since. features interviews andMunicipality. demonstrations Scotia, focusing on the Halifax Regional develop a team that will top the travel with her when showing properties. “Jody comes CONTENTS local services. this ‘projThe vast products majority of and Grant’s business They consistsbegan of repeat in Canada, as I have been able t You could say that real estate runs in Tracey’s family. with me to open houses or when meeting new clients,” Today, Wanda is a Broker with Clark Premiere clients ect’ at beginning pandemic to support theof my career. So the plan andthe referrals, whichof he the attributes to his excepmost Her uncle was a real estate broker/owner; and her great Tracey says. “He’s pretty easy to get along with; and service and work ethic. more good agents over th 4) GOOGLE HOW TO 30) COOPERATION, NOT COMPETITION, ® tional Properties, where she assistsADWORDS: clients throughout vibrancy of their neighborhood. people see him as a great part of thereally transaction.” uncle was a REALTOR . “My uncle, in particular, are all scoring high in productio MAKE GOOGLE DO THE WORK FOR YOU CREATES MUTUAL SUCCESS Ottawa and the Valley. With positivity, expertise andon me. He thought I would was a great influence “I always want to learn more, and am always there for to be recognized across the coun When they aren’t busyof hosting open houses or meeting flourish in real Traceyhas says.

Before FOR AGENTS a bright personality, she has setreally a new standard forestate,” Wanda exciting plans for the future her busimy clients when they need me,” he says.

Grant has with clients, Tracey and Jody are avid curlers. Tracey coming to the business, worked for 13) REASONS WHY MULTITASKING service throughout the4region.

“My favorite part of the though, ness.Tracey Having recently incorporated, she intends become an expert been of thethe work/life balance, matter thisshe path lead enjoys stayinghaving active.five A fewNo years ago,where in fact, many years at the University of Saskatchewan, CAN the ACTUALLY DERAIL YOUR DAY 39) THE DAILY SCHEDULE OF A transaction is actually first meeting,” she says.

“I on adding her daughter, KaraLee Craig, and her client children and a busy career.

“I still find a way to make enjoy every minute of RCMP, and prior to that the health region. When it completed a full marathon in Switzerland. The pair also his wo balance, and Ilife, think alove lot spending of my clients himself any pontoon other path, an SUCCESSFUL REAL ESTATE AGENT love meeting clients, hearing theirwas ideas, services coordinator, McTigue, asonlicensed time really out the lake onintheir time developing for a changeain the her professional shethatMelanie appreciate that, because most of them have families of rewarding.

“I really love worki 18) 7 DEADLY SINS and OF PERSONAL marketing plan according to their needs agents of her team. “We have aofvery boat. However, as a mother four and grandmother remembered herhelping uncle’s encouragement andrapidly earned growing their own.

They like working with someone that will love that if I apply my of four, Tracey nothing more spending her work et license.

She says, “I did strong my bestteam,” to prepare so I ARE BRANDING 42) YOU DOING BUSINESS them make a decision best suitedher to their goals.”

Wanda says.

“Each oflikes us comes fromthanAS give them all the attention they need while still tending edge, I’m going to grow. There spareFACEBOOK? timeskills with her family. could hit the ground running.” phasesYOU of life,ON and our complement oneI can do.” todifferent family commitments.”

He also goes above and what 24) PROPERTIES: THE GOOD, When listing a home, Wanda adapts herhas market another.

Together, will offer service beyond it comes towe marketing, utilizing Facebook Looking tounmatched the future, Tracey plansto to continue growing Tracey been in stratthe business for when coming up on four THE BAD, AND THE tothe spread the word about hisher listings.

Every is egy to the latest trends and uses ayears, variety ofUGLY resources realareas estate community for years to home come.” business.

She is especially keen to keep taking adservicing Saskatoon and other throughout photographed promoted forofasthe many people the province.

One of she her current focuses isand to build up online vantage many training and mentorship programs to reach the widest possible audience.

In addition, as possible to see.

It’s clear his strategy is working, as Executives Saskatoon. “It’s her repeat and referral business.

Each year brings more available to her at Realty shares her listings across an extensive professional he’s experienced continual growth over the years, aver- and to keep abreast of real past clients and their families back through her door.

“I important to stay relevant Phoneexposure.

310-734-1440 Fax 310-734-1440 network to maximize “Selling a| home can aging around 50 sales in 2019 and 72 for 2020. estate markets and developments.” Tracey says, “I feel have a huge network of people that I’ve come to know be extremely stressful,” she says.through “That’smywhy pastI work careers,”| Tracey explains. “Some very fortunate to have made so many friends along the mag@topagentmagazine.com www.topagentmagazine.com to minimize all the pressure and take thebelieved dramainoutmeoffrom After clients way love and spreading the word am grateful to have been able to help them people the the starttransaction, and had great No portion of this issue may be reproduced in any manner whatsoever without prior consent of the publisher.

Top Agent about his work.

One recently said, “I sold my house with their real estate needs.

I can honestly say that I love experiences, and now others are seeing my success a deal.”

KERRI HOSKIN

Magazine is published Feature Publications taken to the accuracy of published withInc. theAlthough help of precautions Grant in 30 are hours!

I knew weexcited would what I do; andensure I’m to see what the future holds!” andbyare reaching out to me.”GA, materials, Top Agent Magazine cannot be held responsible for opinions or facts supplied by its authors. work well together fromexpressed the first phone chat.

If you’re Wanda applies decades of experience and connections To subscribe or change address, send inquiry tolooking mag@topagentmagazine.com. the U.S. for a down to Earth guy Published who won’tinsugar coat For more abou throughout Ottawa to get transactions done the right For more then information about Tracey anything I highly recommend him.Howell-Perret, His attention please call 902 call reputa306-290-7663, email t.howellperret@gmail.com or visit resaskatoon.ca way. Through the years, she has won a stellar to detail, professionalism and industry knowledge were Top Agent Magazine 3 grantspr email tion, with the near entirety of her volume coming from a huge help. I’m now asking Grant to help me find my

either repeat clients or referrals. When asked about

Copyright Top Agent Magazine

Google AdWords:

How To Make Google Do the Work for You There is no denying that the internet is the first place a buyer begins looking for a new home in this digital age. Knowing how to put the powerful tools available on the internet to work for you can give you a decided advantage when it comes to attracting prospective buyers to your listings, as well as you as an agent. Google is easily one of the major superpowers of the internet, and they have one of the most powerful advertising tools available. Knowing how to utilize Google AdWords in the correct manner can make your internet advertising immensely powerful and possibly your best way to reach prospective buyers.

Google AdWords is also extremely cost-effective. This multifaceted tool gives you much more control over your advertising campaign than other more traditional methods. You can target specific audiences, choose the specific search terms, also known as keywords, that will bring up your ad in someone’s search results, and you can set a budget for each campaign that will dictate it’s reach and how long the campaign will run. Here are some tips for how to put Google AdWords to work for you.

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ent websites. You want to set yourself apart from every other real estate website users are viewing in their search for a house.

MAKE SURE YOUR ADS ARE GOING TO SEND USERS TO A SITE THAT WILL CAPTURE THEIR ATTENTION

You can spend an infinite amount of money on Google advertising campaigns, but if those ads don’t send users to a site that will capture and hold their interest, then you’ve just wasted all that money. Don’t put your cart before the horse. Make sure you are considering exactly where these ads are going to send users. To set up your website for success, at the very least you want to make sure users are greeted by clear call-to-action, such as a message that will encourage them to sign up for your newsletter or subscribe to your blog. You want to set up your website to maximize and capture the leads the ad campaign sends your way.

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BUILD CUSTOMIZED OR CUSTOM-MADE WEBSITES RATHER THAN TEMPLATE WEBSITES It is easy and tempting to use template websites, or to offer your agents template websites if you are a real estate manager or broker. While this offers a cost-effective solution to providing every agent with a website, it does little to set you or your agents apart and capture the attention of users that are used to seeing a wealth of differ-

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MAKE SURE YOU ARE OFFERING VALUE ON YOUR WEBSITE

Don’t simply use your website as a kind of brag sheet. Let users know what makes your particular services valuable to them. Highlight your expertise in a certain location through tools such as blog posts, providing market updates, or giving pertinent information on a unique type of property. This will ensure that your online advertising campaigns are much more successful.

4

LOCATION IS EVERYTHING!

Location is everything in real estate, and the same holds true for Google AdWords. You can target specific locations in your ad campaign. While one approach is to focus on the area around your location, a more advanced approach would be to link AdWords campaigns to your Google My Business account. This is a Google service that includes your address in the ad, allowing people to then click on it and see exactly where you are located on a map.

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USE GOOGLE ADWORDS IN YOUR CAMPAIGN TO EXPAND YOUR BUSINESS IN GENERAL

Focus an AdWords campaign on expanding your business by incorporating specific zip codes and neighborhoods that will help you establish a presence in an area where you would like to increase your real estate business. Making sure that your ad appears in search results that are related to the real estate in a specific area will help shape the image and brand of your business as well as bring in new leads.

HARNESS THE POWER OF DATA

When you run a Google AdWords campaign Google Analytics captures a wealth of information about your target client demographic.

You can gain real insight into your online visitors, such as when they visit, what they do and look at on your site once they get there, and what search terms they use. You can use all of this information to grow your business. Use Google Analytics to determine which users (location, gender, age) are utilizing specific aspects of your site, such as looking at multiple listings, reading your blog, etc. You can then use this information to target these specific demographics in your AdWord campaigns, Gmail ads, the Google Display Network, and other advertising.

Using the internet to help advertise your business and your listings is one of the smartest moves you can make as an agent in this modern age. However, you don’t want to simply go into the process blind or you’re wasting a lot of potential resources and data that could make all the difference. To reap the benefits of Google AdWords, you must apply an intelligent strategy to using these campaigns.

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CAROLYN POGUE

PERSONAL REAL ESTATE CORPORATION

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CAROLYN POGUE Top Agent Carolyn Pogue launched Pogue Real Estate Group in 2019 serving the Lower Mainland of British Columbia, specifically the Tri-Cities—Coquitlam, Port Moody and Port Coquitlam.

With a strong sales background and a lifelong passion for homes and interior design, Carolyn Pogue decided to combine the two and pursue a career in real estate. Living in Toronto at the time, life took her in a different direction when she accepted a job working for L’Oréal in Vancouver, British Columbia. In 2015, Carolyn took her real estate exam and soon had a thriving career. In 2019, she launched Pogue Real Estate Group, which now consists of four agents. “Playing competitive 8Copyright Top Agent Magazine

sports all my life allows me to really appreciate the team dynamic,” she says. Carolyn and her team serve the Lower Mainland of British Columbia, specifically the Tri-Cities—Coquitlam, Port Moody and Port Coquitlam—with a distinct focus on Burke Mountain and Klahanie.

“I truly care for each and every client in every situation. There’s no greater sense of accomplishment than when my clients find their perfect Top Agent Magazine

place to call home,” Carolyn says. Even in a tight sellers’ market, she never encourages her buyers to settle and buy a house that is “good enough.” Instead, she gives her all to ensure her clients find a home that makes them light up with joy. She responds immediately when clients reach out, even on evenings and weekends. Because her clients appreciate Carolyn’s Top Agent Magazine

caring approach, her professionalism, integrity, and attention to detail, they are eager to sing her praises to friends and family. As a result, the majority of her business comes from referrals.

When it comes to marketing listings, Carolyn takes things to the next level. First, she ensures the listing is photo-ready and looks its best. She Copyright Top Agent Magazine9

“I truly care for each and every client in every situation. There’s no greater sense of accomplishment than when my clients find their perfect place to call home.”

then hires professional photographers and videographers to take high-quality photos and videos. She also includes a well-defined floor plan as well as a 3D virtual walk-through.

“That’s all especially important right now during COVID,” Carolyn says. She shares photos and information about each listing on social media and all the major real estate websites, but also within her network of agents who often have a buyer that’s a perfect match for the property. Finally, Carolyn delivers “Just Listed” flyers throughout the neighborhood. The result of this thorough approach is often a quick sale at a very competitive price.

“I love real estate because every day is different,” Carolyn says. “I grew up playing several sports and I firmly believe healthy competition and teamwork is extremely important. This mindset has enabled me to create a top-producing team that works very well together and always takes a people-first approach in our business.” This attitude has proven successful, as Carolyn has earned the Medallion Award Status for top sales Copyright Top Agent Magazine 10

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achievements in the Greater Vancouver Real Estate Board for the past three years in a row.

To give back, Carolyn donates a portion of each transaction to worthy local charities.

She and her husband, Brian who is also a real estate agent as well as a Chartered Professional Accountant, are the proud parents of two daughters: Lyla, who is two and a half years Top Agent Magazine

old, and Aria, a five month old baby. Carolyn often mentors other agents eager to know how she manages raising two small children while running a top real estate team. “Ensuring my clients are always taken care of and helping my team is a balancing act,” she says. “I have a strong passion for training my team members as well as helping other agents I mentor excel within the real estate industry.”

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Looking ahead, Carolyn’s goal is to consistently place within the top one percent in the Greater Vancouver Area. “I’d like our team to reach one-hundred deals per year while maintaining our

excellent quality of service,” Carolyn says.

“That’s what we are striving for.”

Photos by: Onikon Creative Inc., 3D-Immersive, Street Studio Photography, and Hayley Rae Photography

For more information about Carolyn Pogue, call 604.219.4342 or visit poguerealestategroup.com Also follow Carolyn on Instagram @carolyn.pogue www.

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Top Agent Magazine

4 Reasons Why Multitasking Can Actually Derail Your Day Common wisdom dictates that a master multitasker is likely to garner the most success. After all, doesn’t juggling multiple projects at once mean you’ll work faster than if you took each one as it came? While multitasking is often cited as a desirable skill—and surely serves its purpose now and again—studies show that a mere 2% of individuals can actually multitask effectively. Meanwhile, the remaining 98% might be doing more harm than good by trying Top Agent Magazine

to tackle too much at once. Take a look below at some little-known facts about the risky side of waging a routine built on multitasking.

1. Multitasking decreases productivity While multitasking gives us the illusion of completing two tasks at once, it actually means

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our focus and productivity is split. In other words, switching back and forth between two activities doesn’t mean they’ll each be completed sooner; it means that you’re getting half-as-much complete as you would if you focused on a singular task. Multitasking fatigues your brain, elicits stress, and make you less efficient in retaining new information.

2. Multitasking is actually addictive While watching TV or taking a walk, have you ever noticed the impulse to check your smartphone or scroll through your social media feed? Even though we think about multitasking as a workplace skill, it’s also an addictive form of mental stimulation. By satiating our need for distraction with constant check-ins online, we become accustomed to frequent breaks in our focus, training us to crave updates, messages, and push notifications—we even hit refresh when we’ve checked in five minutes prior! This negative habit-building makes it difficult to complete sustained bouts of concentration.

3. Multitasking has negative physical side effects Studies show that those who juggle multiple focus-intensive activities actually show spikes in cortisol, a stress hormone. Likewise, frequent multitaskers display symptoms of sleep deprivation: fatigue, disorientation, and lack of focus. Studies in Europe have recently 14

discovered that those who consistently multitask may actually show decreases in empathy and emotional control. What’s more, a constant sense of anticipation—readying to switch from one task to another, or persistently checking for e-mail updates—can potentially cause a decrease in overall IQ.

4. Multitasking breeds mistakes When our attention is split between tasks, it’s difficult to perceive and retain detail-oriented information. Because of this, mistakes—typos, clerical errors, mislabeled documents, and the like—occur with greater frequency. We’re in such a hurry to complete a portion of a task and switch to the next project that we lose sight of prompts, deadlines, and tying up loose ends. This means multitaskers are far more likely to overlook a glaring error than an individual who is devoting 100% of their attention to the task at hand.

Now that we understand some of the dangers of multitasking, what can we do about it? While our tech-driven day-to-day might make focusing on a singular task a difficult endeavor, it’s the surest way to produce efficient, error-free work—while cutting down on stress, fatigue, and miscommunication.

Try approaching your tasks for the day with a clear-cut schedule, moving one task at a time down your to-do list. This approach can eliminate some of the inefficiency inherent in multitasking and make for your most productive work routine yet.

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KYLE BRIDSON

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KYLE BRIDSON

Kyle and his team at Bridson Realty Group service the Greater Toronto Area, working in many different aspects of real estate, including income-generating properties, commercial, working with sellers and buyers to help them purchase properties, land assembly, and development opportunities.

Kyle Bridson first entered the real estate game ten years ago when he purchased his first house.

He had always been interested in the business of buying and selling properties, but he was working full time in the corporate sector. After spending time dabbling in his real estate courses, he knew if he wanted to take this seriously something had to change. Fortunately, he was laid-off and found himself perfectly positioned to pursue his dream.

“I decided to jump in with two feet,” says Kyle.

“Four years ago, I went fully into real estate. It was the best decision that I’ve made from a career standpoint.”

Kyle and his team at Bridson Realty Group service Toronto and the Greater Toronto Area. They work 16

in many different aspects of real estate, including income-generating properties, Commercial, working with sellers and buyers to help them purchase properties, land assembly, and development opportunities.

Kyle prides himself most on his exemplary customer service. “We make sure that our clients are taken care of throughout the whole process and onwards,” says Kyle. This generates a good deal of repeat business. “We help them with their first property, such as renting a condo, and then they come back when they’re looking to buy a bigger house,” Kyle explains. He also credits his team for creating a vast network in the Toronto area which brings in referrals.

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Branding and marketing sets Kyle apart.

“Innovation and technology has really helped us,” says Kyle. “You can find us easily online. We’re affiliated with over five thousand websites.” Kyle likes to stay ahead of the curve, meeting his customers where they are at. “A lot of people are looking online these days. We’re seeing a big shift in that traditional marketing.”

Kyle’s current brokerage, for instance, is currently the only one in Canada to be Google Certified. He leverages his online presence to market listings and reach potential clients.

Kyle and his team are involved in multiple charities in Toronto and Liberty Village, the section of Toronto where their offices are located. For instance, every year they donate thousands of dollars to SickKids, an organization dedicated to providing medical care to children around the world.

When he’s not at work, Kyle enjoys viewing and playing sports. He also loves taking advantage of his location by going out with friends and exploring Toronto. “We have so many restaurants here in the city,” says Kyle. When he needs a break from citylife, Kyle heads north to spend time outside and hanging out on the lake.

Looking to the future, Kyle has plans to expand. As one of his favorite things about working in real estate is getting to watch his team succeed and grow, he’s looking forward to adding more agents to his team.

Eventually, he would like to open his own brokerage and expand further. “I want to grow within Toronto and the Greater Toronto Area,” says Kyle. After all, the larger he grows his business, the more people he will have the capacity to serve. “I love helping my clients in real estate see their dreams,” Kyle explains. “That’s the biggest thing for me.”

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For more about Kyle Bridson and his Team’s services, call 416-994-6403, visit bridsonrealty.ca or email team@bridsonrealty.com www.

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and they don’t care for sudden changes in procedure or lifestyle. They also like activities they can start and finish.

Compliants are thinkers. They’re always wondering how things work.

They want practicality, logic, fairness and a systematic approach. When talking to thinkers give facts, documentation and data. They seek accuracy.

They’re motivated by standards of high quality, limited social interaction, detailed tasks and logical organization of information.

7 Deadly Sins of Personal Branding

some personality assessment tools can cost thousands of dollars, but at Corcoran Coaching, we’ve opted for a much more affordable offering: a free DIsC assessment. Just visit www.corcorancoaching.com/behavioralstyle. php and you’ll be guided through a quick questionnaire to learn your own What is a style ‘personal Just likeothers com- as sistently dominant andbrand’? how to read well. (across all marketing platforms), pany or product branding, it’s built around a well-defined brand can elevate agent recimaging and messaging that is designed to ognition and help to establish credibility Yes, understanding people, listening to their needs and wants and responding create a feeling. And in the case of personal and authority. However, when executed appropriately all takehow work But because realare estate is a people branding, it influences you and wantattention. others incorrectly, the effects lackluster at best, business, it’s simply a must.

And the better at it you become, the to feel about you. From your photos to other and harmful at worst. To help you better avoid living as an or broker. brandyou’ll images,make elements andagent even content, theI promise. pitfalls of personal branding, we’ve there is a lot that goes into creating your compiled a list of what we feel are the 7 unique brand.to Displayed Best of luck you! correctly and con- deadliest sins.

Copyright©, 2015 BubbaNO Mills.

All rights reserved.

DIFFERENTIATION Branding about being known forvicereal estate agent who expressed to us that Bubba Mills isis not co-owner and executive president of Corcoran Consulting and Coaching Inc. (www.corcorancoaching.com/programs, 800-957-8353), an in international your profession.

It’s about being known she was already well branded her area. consulting coaching that performance coaching and for being and different in yourcompany profession.

If specializes She stated,in“When I walk into a restaurant theallimplementation sound systems Real Estate Companies, Mortgage agents were the of same, howbusiness would your in into my community, people already know Companies and Small Businesses. Bubba Mills is a nationally recognized inspirational customers know who to choose? Lack of I’m a real estate agent.” And while that and education speaker, coach and mentor to the top real estate agents and mortgage differentiation is out by more far the #1 personal is a great start, it’s nowhere close to succompanies.

To find about Corcoran Consulting & Coaching, call 1-800-957-8353 We love to tell the story of a cessful branding. Let’s assume I walked or branding visit us at sin. www.CorcoranCoaching.com.

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into that restaurant and noticed her. But I also noticed two other agents in the same restaurant. Now, who do I choose? Which

‘brand’ stands out to me? What lets me know that one of them is uniquely positioned to serve my needs?

and they don’t care for sudden changes in procedure or lifestyle. They also NO FOCUS like activities they can start and finish.

In business, you can’t be all things to all side of your specific focus. That would be people. Many have and failed.

In or- always quite difficult.

It does mean over work. time Compliants are tried thinkers.

They’re wondering howthat, things der to have business and brand, doneacorrectly), you approach. will do moreWhen and They wanta successful practicality, logic, fairness(ifand systematic you must define yourfacts, ideal custommore ofand the data. exact They kind ofseek business you talking toclearly thinkers give documentation accuracy. er and how you will super-serve that cus- want, and conversely, even stop doing They’re motivated by standards of high quality, limited social interaction, tomer. In other words, declare and develop the kind of business you don’t want. And detailed tasks and focused, logical itorganization of information. a specialty.

By being does NOT that’s what a great brand is designed to mean that you stop doing all business outaccomplish.

some personality assessment tools can cost thousands of dollars, but at Corcoran Coaching, we’veNO opted for a much more affordable offering: a free AUTHENTICITY DIsC assessment. Just visit www.corcorancoaching.com/behavioralstyle.

Recognizable personal brands can be very You should be able to ‘breathe your brand’ php and you’ll be guided through a quick questionnaire to learn your own clever and memorable, but if your brand in everything that you do. This is importdominant andlast. how to read as well. isn’t ‘you’,style it won’t If you try toothers put ant not only for your customers, but perout a persona that is different from your haps most importantly for you. There is Yes, needs and wants responding ownunderstanding and the way you people, live yourlistening life, peo- to their a tremendous amount of and confidence that ple will take notice overwork time. and The attention. most comes knowing youisare who appropriately all take Butwith because realthat estate a people incredible it’s personal brands weaveAnd pro-theyou portray, that become, you have the business, simply a must. better at itandyou thehabits, better fessional and personal intoorone. inspiration, knowledge and expertise to living you’ll make asqualities an agent broker.

I promise.

Your brand becomes an extension of you. back it up.

Best of luck to you!

NO CONSISTENCY

You can have a2015 recognizable memocards, postcards, brochures, etc. Other peoCopyright©, Bubbaand Mills.

All rights reserved.

rable brand, but if you don’t display those ple don’t see them nearly as often, so don’t branding correctly consis- viceapply or compare your own habits and Bubba Millselements is co-owner andand executive president of Corcoran Consulting and Coaching Inc. (www.corcorancoaching.com/programs, 800-957-8353), an international tently across all of your marketing plat- exposure to theirs. Repetitiveness in marconsulting andyou coaching company in only performance coaching and forms, it does little good.

In orderthat to specializes keting is not a good thing, it’s essenthe implementation sound systems Real Estate Companies, Mortgage accomplish this taskofwell, youbusiness must step tialinto for retention.

Once you determine the Companies and Small Businesses. Bubba Mills is a nationally recognized inspirational back from your marketing and see it the overall messaging and look of your brand, and education speaker, coach and mentor to the top real estate agents and mortgage way others To do.find Youout seemore yourabout socialCorcoran media Consulting that look should continuecall across literally companies. & Coaching, 1-800-957-8353 every day. You see your business every marketing platform you touch. orchannels visit us at www.CorcoranCoaching.com.

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NO CONTENT The ultimate goal of personal branding is comfortable producing is the key to keeping to become known as an authority in your it simple. No one wants to be bogged down andchosen they niche. don’t That caremeans for sudden or lifestyle.

They also withprocedure producing content.

But on the flip side, that youchanges must in likedemonstrate activitiesthe they can start and finish. knowledge, expertise and/ no one knows how much you know until or experience to back up your position. you share it. Great content demonstrates your knowledge and how helps your customers Content that are best expresses youThey’re and your always Compliants thinkers. wondering things work. the asame time. In addition, it serves anbrandwant couldpracticality, be as simple logic, as a series of at They fairness and systematic approach.

When other purpose with search engine optimizaphotos, quotes, e-books, video shorts, etc. talking to thinkers give facts, documentation and data. They seek accuracy.

Choosing the type of content you’re most tion and attracting prospects online.

They’re motivated by standards of high quality, limited social interaction, detailed tasks and logicalNO organization of ACTION information.

CALL TO

You’re spending money to market across using other people’s money’. Your call some personality assessment tools can cost thousands of dollars, but at multiple platforms, so why not take the to action may change with different marCorcoran Coaching, opted for more affordable offering: keting channels or purposes, buta free you opportunity to extendwe’ve an invitation fora much DIsC Just with visityou? www.corcorancoaching.com/behavioralstyle. your assessment. prospects to engage It can should always, always have one. If you want people to do something, tell them a simple call be to action, such as ‘call me phpbeand you’ll guided through a quick questionnaire to learn your own you’d like them to do. That’s how you first’ or more ‘contact me others for a aswhat dominant stylespecific, and how to read well. free home staging assessment’ or ‘download my e-book and learn how to invest

move prospects one step closer to becoming customers.

Yes, understanding people, listening to their needs and wants and responding appropriately all take work attention. But because real estate is a people NOand FOLLOW-THROUGH business, it’s simply a must. And the better at it you become, the better with hundreds of agents, folWhyyou’ll is this included in branding, living make as an agentyou or may broker.munication I promise. ask? Because your brand is your bond. It’s low-through is at the top of the list when it comes to customer complaints. You don’t your handshake. When you say you’ll do Best of luck to you! something, how can people trust you if want to be that person. Putting an incredible you don’t follow through with your prom- message and image out there isn’t enough. must live up to those standards with ise? This is often elementMills. that people Copyright©, 2015theBubba All rightsYou reserved. forget altogether. And in fact, in our com- every customer, every transaction

Bubba Mills is co-owner and executive vice president of Corcoran Consulting and Coaching Inc. (www.corcorancoaching.com/programs, 800-957-8353), international ® Tonya Eberhart is the Branding Agent to Business Stars and founder ofan BrandFace , LLC. ® consulting andMichael coaching company that specializes in performance coaching Carr is America’s Top Selling Real Estate Auctioneer & BrandFace partner. and the implementation of they sound systems into Real Estatedesigned Companies, Mortgage Together, focusbusiness on personal branding and marketing to help real estate ® professionals become the face of their business & a star in their market.

BrandFace Companies and Small Businesses. Bubba Mills is a nationally recognized inspirational Real Estate Professionals is a book, speaking and and an exclusive and educationfor speaker, coach and mentor toprofessional the top real estateseries agents mortgage workshop for agents, and is currently active in 18 U.S. states, Canada and New Zealand. companies. To find out more about Corcoran Consulting & Coaching, call 1-800-957-8353 For more information, visit www.BrandFaceRealEstate.com. or visit us at www.CorcoranCoaching.com.

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KERRI HOSKIN Top Agent Magazine

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KERRI HOSKIN

Top Agent Kerri Hoskin – of Royal LePage Brant Realty in Southwestern Ontario, Canada – is a hardworking, dedicated Realtor® who is truly committed to helping her many clients achieve their real estate goals. Honest to a fault, and possessing a fierce work ethic, Kerri has quickly established herself as a force to be reckoned with in the highly competitive real estate industry. Focusing on both investment properties and first-time home buyers, Kerri’s dedication to her customer’s needs has translated into a stellar reputation as a trusted real estate advocate.

Kerri, a former teacher, began her journey in real estate when she and her husband began purchasing their own investment properties. “We 22

purchased seven rental properties in our first year of investing, and we realized the system we had created was working for us. At that point, we also started flipping properties, and it was then a natural transition for me to incorporate the sales side into my part of the business. During that time, I was still teaching, but I realized it was the real estate side of my life that was exciting to me. So, I just decided to take the real estate course, and got my license.” Kerri initially worked primarily with investors who appreciated her vast knowledge and personal experience, but soon branched out into helping first-time buyers as well.

Since obtaining her license, Kerri has built a thriving business on a foundation of honesty and Copyright Top Agent Magazine Magazine

integrity. “My investors like that I come with lots of experience,” says Kerri. “I’ve already walked the personal investment path, and investors have been a great source of my business.” Another source has been referrals, which account for a significant amount of Kerri’s overall business. “I think it’s because I truly care about my clients,” says Kerri, when asked how she has managed to inspire such impressive levels of trust and loyalty amongst those she works with. “I think buying a house is such a personal experience; it’s not just a house, it’s a home. I love that I become part of my client’s family and that I get to share in their special moment when they get the keys to their new house.”

future of her business, “because keeping them happy makes me happy.” Above all, however, is Kerri’s primary objective: to continue providing the top-of-the-line, unparalleled customer service that has become synonymous with her name.

There are many other factors that come into play when assessing Kerri’s rapid ascension in the real estate industry, and chief among them would be her expert negotiation skills and her intelligent, cutting-edge and thorough marketing strategies that combined, translate into fast sales for top dollar, not to mention happy clients.

“I love helping people achieve their goals,” says Kerri, who also works extensively with new construction, when asked what she enjoys most about what she does for a living. “I particularly love when people buy an investment property because it can be very scary. They know they can lean on me at any time, and I think my desire to help them comes from my teaching background where I would assist and help other people grow.”

When she’s not working, Kerri enjoys nothing more than spending time with her family, which includes her three young children, and she is currently looking for philanthropic opportunities to help child-based charities in her community.

“I’m going to keep going above and beyond for my clients,” replies Kerri, when asked about the

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For more information about Kerri Hoskin, please call 519-732-8969 or email KerriHoskin@royallepage.ca

Copyright Top Agent Magazine 23

Properties: The Good, The Bad, And The Ugly

by Denise Lones

I was shocked. There it was. An expensive property near a busy intersection that had stayed on the market for almost a year.

I asked one of my agents, “Why hasn’t this one sold?”

But none of these are reasons to put this property on the back shelf. In fact, there is a market for every market, no matter its location or condition. Too often, we make the mistake of shortchanging sellers who don’t have manicured lawns on cul-de-sacs with perfect houses. We prejudge our own listings to the detriment of the people we’re supposed to be serving.

He said, “Because it’s a dog. Look at it. Nobody wants those turrets that stick out like that. And besides, it’s at that intersection where there’s traffic all day long.”

I’ve been there. I’ve driven to properties hoping for a terraced I couldn’t believe what I was masterpiece with a stunning garden, hearing. This agent had “classified” and then felt that sick dropping this property in his own mind as feeling in the pit of my stomach something that wasn’t worth the when I finally saw it. trouble to market—pretending to service his customer while doing What do most agents do? They’re nothing. True, it wasn’t as beautiful polite, they take the listing, and they or pristine as surrounding neigh- get out of there fast. They rely too borhoods. True, it was in a not-so- much on their own opinion of the prime location. True, it could use property rather than pulling statistics to determine its true market value. some handyman work.

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OR they tell the seller, “This house isn’t going to sell unless you change the carpet, fix the paint, install new roofing, etc.”

Beware! This could lead into a legal nightmare. While on the surface this agent is giving generic advice, what if the seller does everything the agent suggests—and the house still doesn’t sell? That agent might want to call a good lawyer.

If a property needs work, that’s never a reason it won’t sell. There are investors, handypersons, contractors, and do-it-yourselfers who love these properties. Go to your local real estate investment club meeting and you’ll find people searching frantically for such properties. Advertise it as a “Handyman’s Special.” Target these people directly. You may be amazed how many of them are out there.

Here’s the truth: Every property— True, you may have to advise the good, bad, and ugly—will sell if seller they won’t get top-dollar if priced right. It is always about price. a lot of work needs to be done.

There is always someone in the But this is the true issue here—not market ready and willing to buy the work itself. It’s always about right now for the right price. price.

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Let’s talk ugly. A house is in pristine condition, but has a rather peculiar look. Well, I have news for you: Just because you think a house is ugly doesn’t mean there isn’t someone out there who will say, “This is the home I’ve been looking for all my life!”

cannot tell you how many times my jaw dropped when someone told me, “Perfect! We love it!” So, I’ve learned never to judge a house by its paint job, landscaping, or design.

You have a job to do: sell the house at top-market price. You are hired to be the market expert. Sellers don’t Did you know there are people out have the time to do so themselves. there who prefer ugly houses? Yes, That’s why you have a career. ugly houses! Some people don’t care about the outside of a property. It’s always the market that They’re only interested in the determines what sells. No matter the inside, where they know they will shape, size, or condition. And you be spending most of their time. are not in charge of the market, These are people who don’t buy to which as always is based on supply impress others, but rather to please and demand. Whatever is in demand themselves. Thank goodness for will sell, whether it’s a beachfront these people. Without them, we’d mansion or a shack in the woods. Be creative. Use your marketing to have to tear down half the planet! target people who truly want these I’ve seen houses that look like properties. But most importantly, something from a Stephen King price the property correctly for the novel sell overnight while another market. that could be on the cover of Home and Garden languishes on the market Know thy market and thou shalt for weeks. Why? Because somebody know what sells—good, bad, or ugly. wanted that house. Period.

You are not the world’s taste critic. Copyright©, Denise Lones.

You cannot tell what people want. I All rights reserved.

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ALICIA RYAN Top Agent Magazine

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ALICIA RYAN

Alicia Ryan began her real estate career 10½ years ago. “I knew that real estate is based on your work ethic, market knowledge, communication and understanding what your clients really want. When it comes to your income in this business there is no ceiling and no floor – your success depends on how much commitment you put into constantly elevating your knowledge and ensuring your clients leave each transaction fulfilled,” Alicia recalls. “I liked the challenge of that, and I loved working with the people.”

The rest is history, and in the years since then Alicia has built a strong reputation based on her hard work, her deep knowledge of the market, and the personal connections she forms with her clients.

With Century 21 Bamber Realty Ltd., Alicia and her team serve Calgary and the surrounding area, with the majority of their business coming from the inner city. Alicia’s team has been a 6-time Centurion Team winner year over year, placing among the top 6% of agents with 21. Century 21 Bamber is #1 in Alberta 28

by units and within the top 30 brokerages in Canada and top 21 offices in the world. “I’m always striving to be the best I can possibly be,” Alicia says. “I look to those who have already done what I want to do and I know that there is always someone I can learn from. That is why I chose to be coached by the top coaching company in North America. My coach pushes me farther than I ever thought was possible.

The sky’s the limit!”

An impressive 97% of Alicia’s business comes from repeat and referral clients, a feat that speaks to her strong relationships with clients. “We strive to give our clients the best customer service that we possibly can, and to build and maintain those relationships even after they’ve closed that deal,” Alicia explains. “We check in with our clients regularly and hold events like client appreciation parties. We show our gratitude when our clients give us referrals, and maintaining those relationships—as well as relationships with lawyers and mortgage brokers—has given us great repeat business.”

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This client-focused approach really shows in the way Alicia and her team walk buyers and sellers through the process. “When we first sit down with our buyers and sellers, we create a concrete blueprint with them,” she says. “We go through what their goals are, and what their end goal is.”

Alicia’s experience in her market proves a valuable resource for her clients. “I’ve worked in some of the most challenging markets Calgary has ever had,” she says. “Knowing my market stats, and knowing what the market is doing, has really helped me be able to guide my clients to successful transactions on both the buying and selling side.”

When it comes to marketing listings, Alicia emphasizes the importance of a digital approach. “We focus mainly on digital marketing because 96% of people now look online for a property. So we invest in things like Google ads and paid social media ads so that we can target-market who the specific buyer is for that property.” The results speak for themselves: this year Alicia and her team will close $39 million in sales volume, and their goal next year is to reach $65 million.

Community involvement is important to Alicia and her team, and they fundraise and donate to a number of organizations including the Easter Seals and homeless shelters across the city. When she is not working or giving back, Alicia enjoys spending time with her family. She is married and is the mother of three kids (ages 3, 5, and 8) and she loves to get outdoors, especially skiing, boating, or golfing.

In the future, Alicia plans to keep growing her team, with the goal of eventually opening her own brokerage.

Above all, she wants to continue providing the very best service possible to her clients. “I love watching my clients succeed,” she says. “I’ve built such great relationships with my clients that I feel like they’ve become friends more than anything. I love being able to help them make that small investment that then allows them to make those bigger investments in life. I love working with people and giving them a great experience.”

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To learn more about Alicia Ryan, email alicia@dolcerealestate.ca, visit Dolcerealestate.ca or call 403.999.5882.

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Cooperation, Not Competition, Creates

Mutual Success for Agents When people get along during a business transaction, everyone comes out happier. And in a service industry like real estate, agents have the power deliver that happiness. By working cooperatively, sharing advice and helping each other help clients, agents not only enhance their own reputations, but that of real estate in general.

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“Bring everyone together” Matt Kobelski, with Credentials Real Estate Group in Massachusetts, points out that providing good service involves more people than the party you’re representing. “I’m not afraid to bring together all the parties in a deal and say, ‘OK, let’s figure out a solution that works best

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Teaming up with an agent from a different brokerage on a transaction is not as uncommon or complicated as it might seem

for everyone,” he explains. “My goal is to avoid being adversarial.” Real estate, he believes, should always be a field in which each person can win. “It’s about working toward a mutual goal, shaking hands, and walking away happy that a seller sold, a buyer bought and everyone got what they wanted.”

But Is it that simple? Most agents have experienced the ways conflicting personalities and tension during a transaction can heat up even the most cordial relations. In reality, however, it’s more productive to let down your guard and work with others as a team than it is to allow stress and competition to preside. South Florida REALTOR® and broker associate, Risë V. Siegrist, for instance, has zero interest in competing with other agents. “It’s more important to be professional and associate with competent, caring people,” she says. By serving others with a cooperative spirit, experienced agents like Risë set an excellent example for emerging real estate stars. Risë hopes to be a model for the next generation of agents, training people who may one day become part of her team.

Risë’s position on cooperation inspires more reasons for nurturing relationships with other agents. Over the decades, many agents change brokerages several times. Who knows if that agent across the table will one day work at the Top Agent Magazine

same brokerage you do? Perhaps you’ll even have an opportunity to partner on an exciting, future transaction. Good relations keep doors open to endless possibilities.

Co-listing cooperation Teaming up with an agent from a different brokerage on a transaction is not as uncommon or complicated as it might seem. In fact, some agents cleverly capitalize on their collective attributes, rather than competing against one another. South Carolina REALTOR® Kimberly Pannit is a perfect example of the universal benefits of co-listings. Although she has always been an independent agent, Kimberly works hard to form professional alliances that give her business the feel of a cooperative network across brokerages.

This cooperative approach may be nontraditional, but it benefits clients in unique ways. By working closely with agents at other brokerages, she shows how agents can improve client service while helping one another.

Kimberly’s cooperative approach began in her own neighborhood, where an agent friend from a different brokerage also lives. “Several years ago, I approached her because both of us were friends with our neighbors. I asked, ‘Why don’t we give our neighbors superior service and

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co-list together? We both love our area and are passionate about our jobs, the location and schools.’” She also didn’t want to make their mutual friends choose between them when they could work together. “I said, ‘Let’s give them amazing service together!’” With their brokers’ permission, two weeks later the agents co-listed their first home and put extra energy into ensuring uninterrupted client service.

Networking and “Co-opertition” When the ultimate goal is to match a client with the perfect home or create optimal terms of sale for a listings, networking with other agents can facilitate that ideal buyer-seller match.

Nashville REALTOR® and broker/owner Lisa Land embraced every opportunity to contribute meaningfully to the real estate industry and to her local market, even before building her own team. “Agents would frequently ask me for help or advice,” she says, noting that she shares, rather than guarding, the methods she uses to get through difficult or confusing transactions. “I was fortunate to have great mentors when I started in real estate, so I’m always

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willing to offer help, even to agents outside of The Luxe Collective.”

Meanwhile, on Cape Cod in Massachusetts, Janet Leigh Scott describes the climate between agents as relaxed and professional. “While the real estate market is highly competitive, we’re truly a ‘co-opertition’ market; agents work together and a have greater sense of community than you might experience in off-island brokerages,” Janet says. “If I have buyer coming into town, I’ll reach out to agents I’ve done transactions with to ask if they have anything coming up that might not be on the market yet.”

Even in hot, competitive L.A. real estate, independent agents such as Andrej Nagy of The Agency RE knows the importance of receiving and providing professional mentorship.

“My relationships with clients are extremely important,” he says. “But my relationships with agents on the other side of a deal are also important.” For REALTORS® like him, working smoothly with other agents is a privilege.

Doing so builds rewarding relationships while ensuring win-win transactions for everyone at the closing table.

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BETH & RYAN WALLER Top Agent Magazine

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BETH & RYAN WALLER

Lifelong residents of Guelph, Beth and Ryan Waller have taken a winding road to the real estate industry.

For twenty years, Ryan built an accomplished career in the corporate world; meanwhile, Beth transitioned from a successful sales career to stay home and raise their children. In 2015, Ryan, a passionate entrepreneur, obtained his real estate license—and quickly found his foothold in the market. A few years later, Beth joined him, and this power couple has been going strong ever since.

corporate background has allowed us to stand apart through our understanding of our clientele, budgeting, planning, and marketing strategies.”

Today, the Wallers are a husband and wife team through Home Group Realty Inc., where they assist clients all throughout Guelph, Ontario. There, they have applied their extensive corporate and marketing experience, as well as their close-knit ties to their community, to facilitate transactions of all kinds. “We’re constantly refining and improving our workflow to further differentiate ourselves,” Ryan says. “Having a 34

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When listing a home, Beth and Ryan are strong believers in the power of marketing, always crafting their approach around the specific makeup of their potential buyers. On top of equipping their sellers with targeted digital and social media campaigns and local media promotions, they think like buyers— providing greater marketing exposure to the surrounding areas, including Toronto, where many buyers are coming from. But the Wallers are just as present for the buyers. As the local real estate writers for Guelph Today, they possess an unbiased, practical voice into the trends and insights surrounding their market. “We truly know our city well, from the neighborhoods to the micro-neighborhoods,” Beth says. “That unique perspective has given us the ability to really guide our clients to strong decisions.”

But Beth and Ryan continue serving their clients well after the deals are done, keeping in touch through their popular newsletter and reaching out during anniversaries, holidays, birthdays, and other special occasions. As such, the Wallers have earned a tremendous reputation, with the vast majority of their volume coming from repeat clients or referrals. Through it all, though, they still put their people ahead of their transactions. “I love getting to know a client for the first time,” Beth says.

“There’s nothing more rewarding than learning their story and developing a process to sell their home.”

Outside their career, the Wallers are tremendously active within their community. Currently, Ryan is on the Board of Directors for the Guelph Neighbourhood Support Coalition. Elsewhere, he and Beth dedicate their radio airtime and print advertisements to promoting small businesses. When they’re not with clients or giving back, they can be found spending time with their three daughters or keeping active; Ryan enjoys running, curling and slo-pitch softball and Beth is a fierce ball hockey player.

Going forward, the Wallers have strong plans for their business. Having finished 2020 as the Top Producers at their brokerage, this husband and wife team intends on increasing their market share going forward while staying at the forefront of the Guelph real estate scene. “We want to be thoughtful about our growth and stay true to our objectives and values,” Ryan says.

“We’re not salesy or pushy. For us—and our clients— education has been the key differentiator.”

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To learn more about Beth & Ryan Waller email info@bethandryan.ca, visit bethandryan.ca or call 226 780 0202.

Copyright Top Agent Magazine 35

Laughs!

Graham Harrop Graham Harrop Cartoons Cartoons

Putting the power of humour to work for you!

Putting the power of humour to work for you! grahamharrop.com

grahamharrop.com 36

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mailto:mag@topagentmagazine.com http://www.topagentmagazine.com

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WANDA CLARK An Ottawa native with long standing family roots in the region, Wanda Clark has always been passionate about real estate.

She was first licensed while assisting her father with his firm. Later, she would give up her license and launch her own successful retail clothing store. But Wanda was soon drawn back to real estate, in particular for the ways it balanced her entrepreneurial spirit with her desire to be there for her four children—and she’s been going strong ever since.

Today, Wanda is a Broker with Clark Premiere Properties, where she assists clients throughout Ottawa and the Valley. With positivity, expertise and a bright personality, she has set a new standard for service throughout the region. “My favorite part of the transaction is actually the first meeting,” she says. “I love meeting clients, hearing their ideas, developing a marketing plan according to their needs and helping them make a decision best suited to their goals.”

When listing a home, Wanda adapts her market strategy to the latest trends and uses a variety of resources to reach the widest possible audience. In addition, she shares her listings across an extensive professional network to maximize exposure. “Selling a home can be extremely stressful,” she says. “That’s why I work to minimize all the pressure and take the drama out of a deal.”

Wanda applies decades of experience and connections throughout Ottawa to get transactions done the right way. Through the years, she has won a stellar reputation, with the near entirety of her volume coming from either repeat clients or referrals. When asked about the key to her success, she emphasizes the importance of integrity. “If I believe now is not the right time for a client to list or buy, I’ll let them know. I would rather look out for them than pursue my own interests.”

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Wanda is an active supporter of her community. On top of serving at her local church, she has also been president of the Huntley Community Association. In the past, she has hosted a yearly Spring Fling fundraising event around town, with all the proceeds going to local charities. More recently, the Clark Premiere Properties team sponsored a new community website for West Carleton to promote local businesses and tell local stories. The website features interviews and demonstrations of local products and services. They began this ‘project’ at the beginning of the pandemic to support the vibrancy of their neighborhood.

Wanda has exciting plans for the future of her business. Having been recently incorporated, she intends on adding her daughter, KaraLee Craig, and her client services coordinator, Melanie McTigue, as licensed agents of her rapidly growing team. “We have a very strong team,” Wanda says. “Each of us comes from different phases of life, and our skills complement one another. Together, we will offer unmatched service to the real estate community for years to come.”

For more information about The Clark Premiere Properties Team email wanda@wandaclark.com, visit talk2wanda.com or call (613) 223-3310 www.

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The Daily Schedule

of a Successful Real Estate Agent Everything you do should be intentional. A busy schedule isn’t the same thing as a productive schedule. Sometimes people write things like “find clients” on their to-do list, but finding clients isn’t actually a task. It’s a goal. Your daily schedule should be created with your goal in mind if you want to be a successful real estate agent, but a goal is too broad to add to your calendar.

Instead, you can break your goal down into projects, break those projects down into tasks, and schedule time in your calendar to complete each task. You’ll find that some of these projects will have an immediate impact on your business, and that those are the tasks that should be completed first.

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The fact is that as a real estate agent you can set your own schedule—if you’re not productive until 10am, then you don’t have to start your day until then. But having a daily schedule means that every day you have a running start on all those other agents who just “wing it.”

You don’t want to feel burned out and busy but like you’re simultaneously not getting a whole lot done. You can only keep up 70+ hour weeks for so long before your body breaks down and both your performance and income drop as a result.

Since every real estate agent’s operating hours look different, the following daily schedule is broken up by the suggested amount of hours you

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should spend on each task rather than specific times of day. However, certain tasks, like prospecting, appointments, and listing presentations should be performed at times when it’s most convenient for clients. If you’re an agent who likes to end their workday at 5 o’clock, remember that this is also the same time your clients are likely ending their day, meaning you might be unavailable for showings during the only time their schedule allows.

3.5 hours – This is that time of day that you should schedule all your appointments and listing presentations. If you are a newer agent, you might use this time instead to do more prospecting and appointment setting.

1 hour – Spend this time waking up, exercising either at home or at the gym, and eating breakfast.

2 hours – Now it’s time to unwind. Use this time to have dinner and spend time with you family. If you have children, this is usually the time of day when they are wrapping up homework assignments and getting ready for bed.

It’s important that you make time for these moments the same way you make time for your work.

2 hours – Use this time before you head to the office to develop a morning routine, if you haven’t already. You can meditate, journal, practice affirmations, or read personal development books to prepare for the day ahead.

1 hour – Once you’re at the office, spend this time to review the day’s schedule, catch up with your assistant or other colleagues, and check the latest industry news. This is also the time of day that you can role play to prepare for appointments.

1.5 hours – Spend this time prospecting and appointment setting.

1 hour – Now it’s time for a lunch break. If you’re a multitasker, you can also use this time to prepare for the afternoon and any meetings you have scheduled or connect with followers on social media.

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.5 hours – Look over the day’s schedule again and ensure you’ve checked every task off your to-do list. While you’re at it, be sure to review tomorrow’s schedule and goals too.

2 hours – Spend these last couple hours before you fall asleep to have quality time with your spouse or perform your self-care routines.

8 hours – Now it’s time for sleep—getting a full night’s rest is crucial if you want every day to be productive.

As you can tell, there’s still some wiggle room left in this schedule, but the important thing is to block out time every day so you can achieve your goals and help your clients.

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TRACEY HOWELL- PERRET “This business is about helping people,” says Tracey Howell-Perret, a top REALTOR® with Realty Executives Saskatoon. “Buying or selling a home is usually one of the biggest investments in a person’s life and can be an extremely stressful time. I’m here to guide them through the process, take away the pain, and help them transition into a lifestyle change. It’s not all about the money.

In fact, one of the most rewarding transactions I ever had, occurred with the smallest amount of compensation. I love effecting change in peoples’ lives.”

You could say that real estate runs in Tracey’s family.

Her uncle was a real estate broker/owner; and her great uncle was a REALTOR®. “My uncle, in particular, was a great influence on me. He thought I would really flourish in real estate,” Tracey says. Before coming to the business, though, Tracey worked for many years at the University of Saskatchewan, the RCMP, and prior to that the health region. When it was time for a change in her professional life, she remembered her uncle’s encouragement and earned her license. She says, “I did my best to prepare so I could hit the ground running.”

Tracey has been in the business for coming up on four years, servicing Saskatoon and other areas throughout the province. One of her current focuses is to build up her repeat and referral business. Each year brings more past clients and their families back through her door. “I have a huge network of people that I’ve come to know through my past careers,” Tracey explains. “Some people believed in me from the start and had great experiences, and now others are seeing my success and are reaching out to me.”

When asked what sets her apart as a top agent in her area, Tracey credits her outlook. “I think it comes down to a positive mindset. That combined with a strong work ethic and a desire to help people is what drives me forward. I’m an innately positive person,” she says. “I’m high energy, highly motivated, and I really care about helping people and providing them with the best service possible.”

One way that Tracey builds relationships is with the help her husband, Jody. He has supported her throughout her career in real estate and will often travel with her when showing properties. “Jody comes with me to open houses or when meeting new clients,” Tracey says. “He’s pretty easy to get along with; and people see him as a great part of the transaction.”

When they aren’t busy hosting open houses or meeting with clients, Tracey and Jody are avid curlers. Tracey enjoys staying active. A few years ago, in fact, she completed a full marathon in Switzerland. The pair also love spending time out on the lake on their pontoon boat. However, as a mother of four and grandmother of four, Tracey likes nothing more than spending her spare time with her family.

Looking to the future, Tracey plans to continue growing her business. She is especially keen to keep taking advantage of the many training and mentorship programs available to her at Realty Executives Saskatoon. “It’s important to stay relevant and to keep abreast of real estate markets and developments.” Tracey says, “I feel very fortunate to have made so many friends along the way and am grateful to have been able to help them with their real estate needs. I can honestly say that I love what I do; and I’m excited to see what the future holds!”

For more information about Tracey Howell-Perret, call 306-290-7663, email t.howellperret@gmail.com or visit resaskatoon.ca Top Agent Magazine

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Are You Doing Business As YOU On Facebook?

Are you ‘Doing Business As YOU’ on your personal Facebook page? In other words, are you posting your business content from your personal page?

Yesterday a REALTOR® asked us, “Why should I bother with a company Facebook page? Can’t I just post everything from my profile page?”

The answer lies in what we call division of content. As you may be aware, social media began as just that… social. It was never truly intended for business use.

Over time, as businesses began to see the potential in reaching the masses in a new way, they began to intrude on this communication. Today, it is widely accepted that business will be conducted on all social platforms, but the manner in which we do so (and in which we are received) is still a touchy subject at times.

We believe it’s important to be transparent on social media. Draw the line between communicating as the Person and the Professional. Not only does this help you keep your content separate and appropriate, it also gives the control to your network of family, friends, colleagues, acquaintances and customers.

They get to decide whether to ‘like’ or ‘follow’ your company page. They get to decide whether they want to see your business related posts. User control is the #1 reason you need a business page if you’re conducting business on Facebook. Wouldn’t you rather have a willing and engaged audience over a forced, potentially reluctant one? We have personally eliminated many of the ‘DBA’ offenders from our news feeds and you have likely done the same.

As in all controversial social media topics, there is some gray area. And that gray area is often subjective, so consider this post food for thought and decide for yourself. We try our best to keep professional content on our business pages, with a couple of exceptions: 1. Philanthropic Promotion: We’re in favor of posting anything that will help an organization in need on both your personal and business pages. Nonprofits often have little to no marketing budget and rely on all of us to promote their good works, so we believe that’s a good line to cross (as long as it’s about the organization, and not you).

2. Recognition Tagging: Facebook does not allow you to tag an individual on your business page. Yes, there are some tricky work-arounds, but they are inconsistent at best. So when it’s truly important for us to recognize and tag an individual, especially someone who has done something nice for us (inviting us as guests on their radio show or podcast, for instance), we will generally post that on the business page first, then share it from our personal pages, along with a comment recognizing and tagging the individual(s) or business who helped us.

Either way (personal or business), remember to be true to the social aspect. Our participation on social media should be about giving, helping, recognizing and connecting…especially when it comes to your business.

Tonya Eberhart is the Branding Agent to Business Stars and founder of BrandFace®, LLC. Michael Carr is America’s Top Selling Real Estate Auctioneer & BrandFace® partner. Together, they focus on personal branding and marketing designed to help real estate professionals become the face of their business & a star in their market. BrandFace® for Real Estate Professionals is a book, professional speaking series and an exclusive workshop for agents, and is currently active in 18 U.S. states, Canada and New Zealand. For more information, visit www.BrandFaceRealEstate.com.

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GRANT SPRAGUE When Grant Sprague was working for an oil company, he met a real estate agent and developed a referral partnership. “It turned out that the guy owned his own brokerage, so we worked together for a few years. He was always trying to convince me to become an agent, though I wasn’t interested at the time,” he says.

But 14 years ago, he decided to give it a shot, and he quickly fell in love with it. Today he has his own small team, consisting of himself, an assistant and a buyer’s agent. Together they serve Nova Scotia, focusing on the Halifax Regional Municipality.

The vast majority of Grant’s business consists of repeat clients and referrals, which he attributes to his exceptional service and work ethic.

“I always want to learn more, and am always there for my clients when they need me,” he says. Grant has become an expert of the work/life balance, having five children and a busy career. “I still find a way to make the balance, and I think that a lot of my clients really appreciate that, because most of them have families of their own. They like working with someone that will give them all the attention they need while still tending to family commitments.” He also goes above and beyond when it comes to marketing, utilizing Facebook to spread the word about his listings. Every home is photographed and promoted online for as many people as possible to see. It’s clear his strategy is working, as he’s experienced continual growth over the years, averaging around 50 sales in 2019 and 72 for 2020.

After the transaction, clients love spreading the word about his work. One recently said, “I sold my house with the help of Grant in 30 hours! I knew we would work well together from the first phone chat. If you’re looking for a down to Earth guy who won’t sugar coat anything then I highly recommend him. His attention to detail, professionalism and industry knowledge were a huge help. I’m now asking Grant to help me find my Top Agent Magazine

new home!” Another wrote, “Grant is a very helpful and patient person to work with, always quick with a response. A perfect person for a first time home buyer to work with, I feel like he went out of his way for us when we needed information or just a good conversation about the steps we were taking. We felt like we were working with a good friend and he made himself available anytime of day.”

Looking ahead, Grant is eager to continue growing his team. “I want to develop a team that will top the charts for sales volume in Canada, as I have been able to be in the top 1% for most of my career. So the plan is to add two or three more really good agents over the next three years that are all scoring high in production, so we can continue to be recognized across the country.”

No matter where this path leads, Grant will no doubt enjoy every minute of his work. He can’t imagine himself in any other path, and finds it incredibly rewarding. “I really love working with people, and I love that if I apply my work ethic, skills and knowledge, I’m going to grow. There is no ceiling or limit to what I can do.”

For more about Grant Sprague, please call 902-830-9900 or email grantsprague@kw.com 43 Copyright Top Agent Magazine

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